Create a list of everything you need to build your partner program and start to execute on it. This probably means you need to create brochures, marketing material, processes, etc. Implement IT-systems that will help you to support your partner program.
This is a very important step since it will greatly help you in the future when you manage hundreds of partners.
Partner Relationship Management (PRM)
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General documentation
- Partner Program Operation Plan – Resources, time, organization chart, Systems, Sales.
- Marketing.
- Legal Agreements.
- Internal Power Point Explaining the program.
- Account manager expectations on partners.
- Internal manual for partner program.
- Information on how partner can get presales help and support.
- Information on how to manage leads and what is expected by partners.
- Partner Selection Matrix.
- Partner Program Roadmap presentation.
- Co-op fund structure.
Marketing
- External Sales Power Point to explain the program.
- Partner Certificate.
- Training Certificate.
- 2-page brochure explaining the partner program.
- Webpage where the Partner Program is explained and marketed.
- All marketing material that will enable partners to sell the solutions.
- Write specifications, select and implement IT-system for a Partner Portal where partners can log in to get access to all material.
Education Platform
- Create a specification for an IT-system that can host the education platform.
- Select IT-system and implement it.
- Establish training and certification curricula.
- Produce training material in the form of videos, presentations, text etc. Example – Create tests so partner can certify their knowledge level.
See tools section Citrix GoToTraining / Cisco WebEx / Netexam / SAP Litmos / Zendesk (support) / SFDC (cases)